Trade Show Strategy – Get a Lead or a Customer

I came across the following video on YouTube that is pretty good at explaining the end goal for going to a trade show.  That end goal is to get a qualified lead or a customer and how a company accomplishes this goal can be varied.  After watching the video I do want to comment on how to go about capturing the prospects information at the show.  The simplest way to gather this data is to solicit business cards however, this really doesn’t help you identify who is or isn’t a lead.  An entry form that qualifies the prospect is a better solution and should be required for entry into the drawing.  Furthermore a sales consultant should review this form to ensure its accuracy before submission.  Enjoy the video.

A Smash Hit! Trade Show Displays specializes in portable trade show displays, roll up banners, pop up display systems, tradeshow signage, tension fabric structures and custom trade show exhibits.  Let us make your next event A Smash Hit!

How to get more from your next trade show.

Going to your next trade show could be the difference between keeping or losing your job.  In todays hyper competitive business environment the knowledge learned and contacts gained could easily be the difference between being a mediocre and outstanding employee.  Medicore employees eventually fall by the wayside.  The following tips enable you to get the most from each show.

1.) Get a pre-show schedule of events, seminars and exhibitors and use this to map out your day to day activities.  Align these activities so that you get the most out of each day and possibly night.

2.) Call or email event organizers, speakers and exhibitors and let them know you’ll be there.  Ask the event organizers who else will be there, especially if you want face time with a targeted prospect or associate.  See if the event organizer can seat you next to that contact on purpose.  Submit questions to speakes in advance so that the presentation is custom tailed to the questions you have.  Arrange meetings with exhibitors so they can prepare solutions in advance, this way the sales cycle doesn’t start at the show.

3.) Comfortable shoes, comfortable shoes, comfortable shoes…enough said. 

4.) Bring along a standard assortment of business supplies just in case they aren’t provided in the seminars.  Some attendees have even gone as far as to tape and or video record a session, although this may be prohibited.

5.) Extra business cards.  You never know how many you may give out and the last thing you want to have happen is run out.

6.) Follow up.  Don’t just email contacts when you get back from the show.  Go ahead and draft a formal letter referencing your conversation at the show and mail it.  Keep the letter genuine and sincere on how excited you were to make their aquaintance.  It seems a little “old fashioned”, however, it’s a very effective way to make this person a contact for life.

Trade Show Booths Product Highlight
Portable trade show displays are becoming more and more advanced and with these advacements come new display types emerge from the crowd.  Smash Hit Displays is pleased to annouce that the arrival of Echo by Abex.  The modular systems use stunning trade show graphics and when combined with other displays like banner stands and custom trade show carpet you can create a truly one-off display system.

LCD Projectors, Projection Screens and Trade Show Displays

If you’re looking to use an LCD or DLP projector at a trade show you’ve experienced the challenge of trying to incorporate a screen into your booth space.  Most companies use a separate screen that ends up looking like an afterthought, however, with a little planning you can create a custom looking exhibit that eliminates the use of a separate screen altogether.  Below you will find images of two different displays we’ve designed that have an integrated projection screen built into the trade show graphics.  Both of these displays use a straight pop up displayand mural graphics as the screen is much wider than what could normally be transported as a Velcro or detachable graphic.  You must use a straight pop up frame because a curved frame would create multiple focal lengths for the projector.  In other words, the image, when projected, would be out of focus as parts of the screen are closer to the projector than others.  It is important to make sure the integrated screen matches the projector screen ratio of 4:3 (standard TV) or 16:9 (wide-screen or HD) so that the image fills the space.  If we can help you with a projection screen trade show display please let us know!

Ten Steps to Choosing the Right Trade Show Display Products

Going to your first trade show can be a daunting undertaking. Planning the Who, What, When, Where and How can prove to be a larger project than many expect. A trade show is essentially a temporary office space and the tools (furniture, walls, signs, etc) needed to conduct business in this temporary space are trade show display products. Below you will find ten steps that will help you plan your requirements and choose the right trade show display products.

 

1.) Build a Requirements and Wish List

 

A Requirement List is the “nuts and bolts” on what needs to happen at the show. This list should include what is needed to interact with your customer or prospect including employees to work the booth space. First state the objective and then the requirements. For example, if you want to demo a feature of your website you need the following.

1.) Demo Website

a.) Computer System

b.) Demo or Computer Stand

c.) Electricity

d.) Internet Access

e.) One employee

 

A Wish List should include every imaginable concept or idea on how you would like to market/advertise the above requirements. The best way to create this Wish List is to hold a meeting of employees from different teams within the company. Your booth space should incorporate unique experiences so let the creative juices flow. You have complete control over the look of your booth space including temporary back and side walls, flooring, furniture (including tables and chairs) sans any regulations of the show or local laws. Think about these elements as you create the Wish List. Many of these ideas will quickly be deemed impossible, but they will lead to new possibilities. For example, you may wish to hire Hollywood stars to work your booth, but with high-five figure appearance fees it probably won’t work. This idea could lead to a “movie set” display theme or possibly renting costumes to dress up like
Hollywood stars.

 

2.) Estimate Pricing for Valid Wish List Items

 

Once the Requirements and Wish List has been created rank these by order of preference and contact you trade show display distributor. Discuss these options to determine feasibility as well as price. Feasibility is a very important factor with trade show exhibits. The biggest feasibility challenge is making the exhibit portable and easily transportable. Anything can be built to create a unique selling space at the trade show, but if there isn’t a way to get it to the show what’s the use? Work with your supplier to create alternatives to ideas that just won’t work. Also make sure to include estimates for graphics design. Many displays include the cost of printing a graphic, but not the cost of creating the actual design.

 

3.) Revise Wish List

 

Remove any items from the Requirements and Wish Lists that deemed impossible or unaffordable. Re-rank items based on discussions with supplier.

 

4.) Determine Display Products

 

Evaluate which display products fit your needs based of your Requirements, Wish List and Budget.

 

5.) Start Graphic Design Process

 

Once the appropriate products have been chosen you now know your trade show graphic requirements. Many companies realized too late that the look they wanted to create wasn’t feasible in a portable trade show display or from a price standpoint. They either have to start over from scratch or modify their designs which leads to delays and increased costs. For example, a client designs mural graphics for a curved pop up display that incorporates a projection screen only to learn that the curvature of the display makes it impossible to focus the projected image. The client modifies their choice to a straight pop up display, however, the mural graphics have to be redesigned as they are a different size. This results in going over their graphics design budget.

 

7.) Proof and Approve Graphics

 

After designs have been finalized and sent to your supplier make sure to get a proof before printing proceeds. Problems can arise when transferring files like changes in fonts and colors. There are two types of proofs, digital and printed. A digital proof is a scaled down miniature of the graphics that you can view on your computer. This type of proof enables you to approve the overall layout, but not actual printed colors. Many companies have specified Pantone or PMS colors and the only way to approve these is to get an actual printed sample from the actual printer.

 

8.) Order your Display Products and Graphics.

 

This step is pretty much self explanatory. Make sure to confirm lead times as well as estimated shipping time.

 

9.) Receive Display and Check for Damages

 

When your display arrives take a few moments to check the external boxes, cases and or crates for damage. Notate to the delivery company any visible damages and that if any internal damage exists you will be contacting them. Unpack the display and check for any visible damage. If damage is present immediately call the delivery company and initiate a claim.

 

10.) Perform Initial Setup

 

If possible, setup the display immediately after delivery. This can help avoid the following two pitfalls, unseen damages and missing pieces. Assemble anyone at your company who will possibly setup the display and go through the process of setting up and taking down the display one piece at a time. Make sure to train employees on correct setup and dismantle. The second most cause of damage is improper setup and dismantle procedures.

 

In conclusion, following these steps will make choosing and creating a unique trade show display much easier!

 

About A Smash Hit! Trade Show Displays

Founded in 2003, A Smash Hit! Trade Show Displays is a leading Internet distributor of trade show display products primarily servicing North America. As a wholesaler we can offer display products at half the price as local suppliers. We offer full graphics design, graphics printing and can work on displays as small as tabletop units to large island style displays.

Congrats to our American Idol Elliot Yamin

Yes, I’ve become an American Idol nut, I’ve watched the show on and off since the first year because of the love for music that I have, but ironically I never voted. I didn’t vote until I learned that one of our own, that is, a Richmond, VA native, was in the competition. Many of you may now know of Elliott Yamin and his souful voice and incredible performances. I personally think Elliott represents the best of what a person should be. Elliott is humble, very talented and very appreciative of those who have helped him get to where he is today. I have a feeling that he’s one of those kind of guys who would never let you down. I don’t think anyone showed the grace, appreciativeness or celebrated his accomplishment after he was voted off the show much to our demise. In the end, all of the top five contestests were extremely talented, however, I’ll venture out on a limb and say that our Elliott will have the biggest impact on the music industry for Season 5 of American Idol. That trend and the recognition of talent has already started. For example, just read the reviews of the compilation album on Amazon! Everyone comments that Elliott’s song hands down shows how talented he is…FYI: for those of you who don’t know Elliott is 90% deaf in one ear which can dramitically affect how well you can sing.

http://www.amazon.com/gp/product/customer-reviews/B000FIM2EO/ref=cm_cr_dp_2_1/102-0177256-6082517?%5Fencoding=UTF8&customer-reviews.sort%5Fby=-SubmissionDate&n=5174

All in all, we are very proud to have Elliott represent us Richmonders! Way to go you “Funky White Boy” as Paula Abdul so aptly said!

P.S. – In order to give this post some relevance of display related content. American Idol uses LOTS of pop up displays with Mural Graphics as backdrops when they hold auditions all across the country.

Really Cool 3D “Star Wars” Projection System

Remember when R2D2 played back that famous recording of Princess Lea pleading for help in mid air way back in 1977? Well, that technology exists and can be used as a unique way to showcase products or brands in your trade show booth. The company is called IO2 Technology they can be found on the following website http://www.io2technology.com/. Their technology even allows users to move objects within the projection area reminiscent of the movie Minority Report where information was grabbed in mid air and moved around by operators.

Hey, do you think George Lucas and Steven Spielberg get royalty checks? Those guys have active imaginations. Hey, you ever wonder if they are really aliens sent here from an advanced world to help us inferior humans to develop new technologies. I’m guessing that their “prime directive” (ala Star Trek) is they can only show examples on new technologies in movies, not actually make them for real. Whoa, I’m way off on a tangent now.